Negotiation and Selling by Salespeople
It could be termed in general that without good negotiating powers a good sale cannot be concluded. Evidences in the form of various companies are a testimony to this fact and even if we sell on a small individual level this is required. Negotiation in short is trading of the variables and requires a lot of qualities in the form of planning and preparing for a deal, discussing, signaling and the finally step is bargaining. In general these are the requisites for a good negotiating process (Hazeldine, 2006).
In addition to this the role of the negotiators is very important in this process. They should not be emotional and always focus on a win-win situation. Rolls Royce is an example where they use UK based staff to sell all their products to the foreign market as it has been observed a huge degree of technical skill is needed to understand the company’s products and generally new people find it very difficult to do so. The general nature of the products is aero engines and some of the staff of the company will be in contact with the customers and others generally maintain offline or online contact. The complexity of the contracts gives ample scope for the employees to generate revenue and this has been the success story of the company in a big way therefore highlighting the negotiation aspect (Doole and Lowe, 2008).